Getting past no :
Ury, William.
Getting past no : negotiating your way from confrontation to cooperation / William Ury. - Rev. ed. - New York : Bantam Books, 1993. - xv, 189 p. : ill. ; 21 cm.
Includes bibliographical references.
Getting ready : Overview: breaking through barriers to cooperation ; Prologue: prepare, prepare, prepare -- Using the breakthrough strategy : Don't react: Go to the balcony ; Don't argue: Step to their side ; Don't reject: Reframe ; Don't push: Build them a golden bridge ; Don't escalate: Use power to educate -- Turning adversaries into partners -- Appendix : Preparation worksheet.
From the co-author of the two-million copy bestseller "Getting to Yes," a state-of-the-art book on negotiation in the '90s. Featuring an all-new chapter to familiarize readers with the main concepts of "Getting to Yes" and other negotiaion strategies, "Getting Past No" reveals how to turn adversaries into negotiating partners.
0553371312 (pbk.) 9780553371314 (pbk.)
94207934
Negotiation.
Negotiating.
BF637.N4 / U79 1993
158.5 / Ur9g, 1993
Getting past no : negotiating your way from confrontation to cooperation / William Ury. - Rev. ed. - New York : Bantam Books, 1993. - xv, 189 p. : ill. ; 21 cm.
Includes bibliographical references.
Getting ready : Overview: breaking through barriers to cooperation ; Prologue: prepare, prepare, prepare -- Using the breakthrough strategy : Don't react: Go to the balcony ; Don't argue: Step to their side ; Don't reject: Reframe ; Don't push: Build them a golden bridge ; Don't escalate: Use power to educate -- Turning adversaries into partners -- Appendix : Preparation worksheet.
From the co-author of the two-million copy bestseller "Getting to Yes," a state-of-the-art book on negotiation in the '90s. Featuring an all-new chapter to familiarize readers with the main concepts of "Getting to Yes" and other negotiaion strategies, "Getting Past No" reveals how to turn adversaries into negotiating partners.
0553371312 (pbk.) 9780553371314 (pbk.)
94207934
Negotiation.
Negotiating.
BF637.N4 / U79 1993
158.5 / Ur9g, 1993